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the last word on discounts?

updated wed 20 may 98


Jan Wax on tue 19 may 98

A few weeks ago I initiated the discount discussion because a show was
coming up where I've struggled for the past five years with a higher than
usual number of discount requests. I was never quite ready for the "Can you
do better on this price?" move. I often caved in. However, we always do
well there, so we keep doing this show. This past weekend was no different.
Fortified with good suggestions from Clayarters, I was a much more skilled
negotiator this time, and gave only one relatively small discount. This was
to a repeat customer who bought several large pieces, and it was cash. A
minor surrender.
Thanks for the input.